Principle 5 could be more effectively executed because it's just more of what doesn't work. I teach my team to execute 5 - social proof by not naming the client, but describing them and going into depth on their use case and wins with the software. ex. "We work with another apparel company that does around 50M a year and they remind me a lot of your team because they dealt with some of the exact same challenges your talking about. They we're able to {insert value proposition / solutions} by {using x software feature in this way}. They've grown x% YoY since solving for {challenge} and now we're working on {higher end related problem} with them to help them continue their growth"
Awful demos: - No continuous discovery - Not having your webcam on - Not involving other attendees on the call - Saving the most important features until the end of the demo Great demos: - Focus on prospect's business processes - Leveraging discovery notes to guide your demo - Asking prospect discovery questions throughout the demo - Prioritizing the features that solve the prospect's biggest pain
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In Mastering Technical Sales, your first point is called BLUF - Bottom Line Up Front. Great information, across the board.
I thought this was incredibly insightful and loved it! Well done : )
Great concepts and principles. Super helpful. Thanks for sharing!
Principle 5 could be more effectively executed because it's just more of what doesn't work.
I teach my team to execute 5 - social proof by not naming the client, but describing them and going into depth on their use case and wins with the software.
ex.
"We work with another apparel company that does around 50M a year and they remind me a lot of your team because they dealt with some of the exact same challenges your talking about. They we're able to {insert value proposition / solutions} by {using x software feature in this way}. They've grown x% YoY since solving for {challenge} and now we're working on {higher end related problem} with them to help them continue their growth"
Wonderful talk
This is fantastic
Hey Chris!!! It is so good to see your face!!
anybody got a summary ?
Awful demos:
- No continuous discovery
- Not having your webcam on
- Not involving other attendees on the call
- Saving the most important features until the end of the demo
Great demos:
- Focus on prospect's business processes
- Leveraging discovery notes to guide your demo
- Asking prospect discovery questions throughout the demo
- Prioritizing the features that solve the prospect's biggest pain
Thumbs 👎👎👎👎👎